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Lightning Round: Top 10 Ways to Negotiate More Effectively in Sales
Question: Nathaniel from the Philippines asks, “I have been in sales for more than 10 years, but I am changing industries and not sure where to start. My colleagues use so many different strategies to sell—in person, phone, social media, email, trade shows. How do I figure out what is right for me and most effective in hitting my goals?”
Book: The Channel Advantage by Timothy Furee and Lawrence Friedman
→ This month’s Sales Logic Expert Exchange with Lauren Bailey is all about Outbound Selling Skills for the Small Business! Grab your spot at this free webinar here.
Monday, Nov. 25th at 3 p.m. EST. You don’t want to miss this!
❖ Send your questions to Meridith and Mark at [email protected]
💡 Access the Brains of Mark and Meridith 24/7— The Sales Logic Brain 🧠, one of the many perks of being a mastermind member! Learn more at: www.saleslogicpodcast.com
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Our strategies for prospecting during the holiday season.
Lightning Round: Top 10 Strategies to Hold an Effective Sales Meeting
Question: Bill King from Texas asks, “What advice do you have for prospecting around the holidays?”
Book: High-Profit Prospecting by Mark Hunter
❖ Send your questions to Meridith and Mark at [email protected]
💡 Wish you could role-play with a “customer” before you actually call? Now available: Sales Logic Role Play. One of the many perks of the Sales Logic Mastermind. Find out more here!
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Lightning Round: Top 10 BEST Sales Advice You Have Ever Been Given
Question: Rene from Baton Rouge asks, “I am new to sales, this is just my second job. I am excited about this opportunity—bigger territory, more commission—but there is just one problem. My manager is old school. He wants me to use the phone. That makes me uncomfortable. I have never made sales calls, always used email, in person, or even text. Where do I start? And more importantly do I have to do this?”
Book: Pick Up the Phone and Sell by Alex Goldfyn
🤍 Please donate to help Western NC at www.828strong.com
❖ Send your questions to Meridith and Mark at [email protected]
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Lightning Round: Top 10 Ways to Sell Through the Holidays
Question: Carl in Bozeman, Montana asks, “I'm new in sales, having moved from engineering to the sales side of the company and I am excited about it. I have been given a brand new territory for our company, so much opportunity it is almost overwhelming. Where do I start? What is the best use of my time?”
Book: New Sales Simplified by Mike Weinberg
🤍 Please donate to help Western NC at www.828strong.com
❖ Send your questions to Meridith and Mark at [email protected]
💡 Wish you could role-play with a “customer” before you actually call? Now available: Sales Logic Role Play. One of the many perks of the Sales Logic Mastermind. Find out more here!
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Lightning Round: Top 10 Ways to Increase the Value You Give to Customers
Question: Davis Brow from Chicago asks, “My clientele is civil construction, which is very seasonal in the Midwest. When I follow up too much, I risk being annoying. When I try to give them time & space, it becomes easier to forget about their need for our service. In addition to better discovery, do you have any advice on best practices for following up after a proposal is sent? I've looked for books on the topic and nothing has caught my eye. Since I've struggled to find solutions on my own, I assumed I should ask the experts. You and Mark always have sound advice on all things sales.”
Book: The Automatic Follow-up Formula by Dorothy Vernon Brown
🧠 Register now for the Sales Logic Expert Exchange! This month: Larry Levine.
Topic: what it truly takes to succeed in a post-trust world, where traditional sales tactics no longer cut it.
October 28th at 4 p.m. EST! Don’t miss it. Register here.
🤍 Please donate to help Western NC at www.828strong.com -
Lightning Round: 10 Ways to Make Sales Relationships More Meaningful
Question: Tammy from Phoenix asks, “My boss is pushing us to use AI for everything we do. Feels like my job is at risk. My clients love me. We sell cyber security services and they need personal service. It’s a big reason they buy from me. What should I do?”
Book: Selling from the Heart by Larry Levine
🤍 Please donate to help Western NC at www.828strong.com
🧠 Register now for the Sales Logic Expert Exchange! This month: Larry Levine.
Topic: what it truly takes to succeed in a post-trust world, where traditional sales tactics no longer cut it.
October 28th at 4 p.m. EST! Don’t miss it. Register here.
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Lightning Round: Top 10 Strategies to Build Your Personal Brand
Question: Donna from Asheville NC asks, “I have a salesperson who is a rockstar when it comes to setting appointments. She is definitely talking to our target market - many of the prospects know her name. They all seem excited to talk, and then they don't show up. It's maddening because the schedule is so busy right now, that setting time for those calls is even a challenge - and then we have to reschedule. And yes - we send confirmation emails and even phone calls. But just today, two people didn't show up and one of them was an inbound lead! Any ideas?”
Book: High Profit Prospecting by Mark Hunter
🤍 Please donate to help Western NC at www.828strong.com
🧠 Register now for the Sales Logic Expert Exchange! This month: Larry Levine.
Topic: what it truly takes to succeed in a post-trust world, where traditional sales tactics no longer cut it.
October 28th at 4 p.m. EST! Don’t miss it. Register here.
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Lightning Round: Top 10 Ways to Consistently Build Your Sales Skills
Question: Marvin from Daytona Beach, FL asks, “I have been in insurance sales all my life—started really when I was a kid. This industry is getting tough—rules, regulations, and the list goes on. I am a traditional sales guy; golf tournaments, chamber events, taking clients out for a beer. My strategies are just not working anymore—why?”
Book: The Digital Selling Handbook - Bill Stinet
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Lightning Round: Top 10 Ways to Prospect Effectively
Question: Nathaniel Friday from Nigeria asks, “How do you gain market share in a highly competitive marketplace, like Nigeria?”
Book: Insight Selling by Mike Schultz
❖ Send your questions to Meridith and Mark at [email protected]
💡 Wish you could role-play with a “customer” before you actually call? Now available: Sales Logic Role Play. One of the many perks of the Sales Logic Mastermind. Find out more here! -
Lightning Round: 10 Ways to Close More Sales
Question: Ronnie from Tucson asks, “I have a very low closing ratio when compared to everyone else in my company. I push like crazy to get deals to close but they never do. My boss has told me it has to improve or I’m going to be terminated. What am I doing wrong?”
Book: Secrets of Closing the Sale by Zig Ziglar, updated by Dr. Mufazzal Lakdawala
It’s time to get real about the role of social media in your sales strategy.
Join us Sept. 23 at 4 p.m. for a FREE webinar with Brynne Tillman, the “LinkedIn Whisperer.” Register here!
❖ Have you gotten Mark’s new book? 33 days of sales wisdom multiplied by your own reflections and evaluations.📗 Find ‘The Making of a Mind for Sales’ on Amazon now!
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Hot Topic: Top 10 Ways to Use STORY in Sales
Question: Eric from Toronto asks, “I have been in sales for more than 30 years—insurance industry. I just joined a new agency owned by corporate, and they are trying to make me use THEIR sales strategy. I don't need it— they insist. Any advice? I am good at sales, and don't need their help.”
Book: Rejection Proof, Jia Jiang
Wish you could role-play with a “customer” before you actually call? Now available: Sales Logic Role Play. One of the many perks of the Sales Logic Mastermind. Find out more here!
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Lightning Round: Top 10 Ways to Standout on Social Media
Question: Ben Ibarra asks on Spotify: "I work in the toy industry selling to mass market. Since Covid, getting buyers to accept a meeting or call or even respond to emails has become much harder. How do I get a buyer's attention without spamming them with emails?"
Book: Secrets of Master Closers by Mike Kaplan
💡 Heard about the Sales Logic Brain or Sales Logic Role Play? These are just some of the amazing features of the Sales Logic Mastermind. Find out how to join here.
❖ Send your questions to Meridith and Mark at [email protected]
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Lightning Round: 10 Ways to Stay Focused During Tough Times
Question: Alanna from Seattle asks, “It’s always been hard getting customers to stay engaged, but this past year it has become harder than ever. Is it me or has something changed I’m not aware of?”
Book: Selling in a Post-Trust World by Larry Levine
❖ Send your questions to Meridith and Mark at [email protected]
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Lightning Round: 10 Ways to Build Your Sales Confidence
Question: John from San Diego asks, “I am a bit of a news junkie, and watching this week everyone is talking about the stock market going down and interest rate cuts coming. I work in the restaurant industry—is there anything I should be doing to prepare for the change in market conditions, how will my customers be impacted?”
Book: Selling Your Way - Kristie Jones
❖ Send your questions to Meridith and Mark at [email protected]
📢 Join Mark and Meridith for the Sales Logic Expert Exchange, this month with Victor Antonio as he shares how to increase customer value by creating a seamless buying experience.
Tune in live Monday, August 26th at 3pm CT! Register for this free webinar here.
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Lightning Round: Best Places to Find Ideas for Content Creation
Question: Regina in Milwaukee says, “I’m in manufacturing sales, things are getting slow. We just had our mid-year meeting and they came down with the bad news. With inflation, interest rates, election year, sales are slowing, and now they’re cutting our budget. Fewer trade shows, fewer golf events, fewer lunches, and the list goes on and on. How am I supposed to make my quota if I don’t have money to spend?”
Book: High Road Leadership: Bringing People Together in a World that Divides by John C. Maxwell
💡What would a mindset journal for salespeople look like?
The Making of a Mind for Sales is your sales accountability partner in book form.
Get it now on Amazon!
❖ Send your questions to Meridith and Mark at [email protected] -
Lightning Round: 10 Hardest Sales Lessons You Have Ever Learned
Question: Ramona from Ventura CA asks, “I am feeling the pressure in my current role—the coming election has impacted my clients, their budgets, projects getting cut, and I think just fear. I don't know what to do or how to handle it. Ideas?”
Book: Ignite Your Sales Strategy by Kevin Jones
Learn more about joining the Sales Logic Mastermind here!
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Lightning Round: Top 10 Things You Can Gain from Our Mastermind
Question: Cindy from Little Rock, AR asks, “I am brand new to sales—moving out of IT. I want to learn from the best—is it better to get a coach or join a mastermind?”
Learn more about joining the Sales Logic Mastermind here!
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Lightning Round: Top 10 Ways to Build a Circle of Influence
Question: Juanita from Miami asks, “I am new in my role in manufacturing sales—I moved over from IT. I love it, but I am struggling. My sales leader is not very supportive, and I am behind on my sales goal. Any ideas?”
Book: 30 Days To Sales Success by Meridith Elliott Powell
▣ Get 24/7 Access to Mark and Meridyth via the Sales Logic Brain. This amazing new A.I. is only available to Mastermind members! Become one today here.
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Lightning Round: Top 10 Strategies to Increase Your Sales Discipline
Question: Phillipe from London asks, “I have been in sales most of my career—almost 30 years now—and never have I ever had so many challenges with getting prospects to respond, keep appointments, or just do what they say they are going to do. Is it me? Is the world changing? What is your advice? Writing this as I am sitting in a coffee shop waiting on a prospect who is 20 minutes late—guessing I have been ghosted!”
Book: $100M Leads—How to Get Strangers to Want to Buy Your Stuff by Alex Hormozi
📗 Kindle deal ends this week!
Get Mark’s new book on Kindle for $0.99 for a limited time…sale ends this weekend!
The Making of a Mind for Sales: 33 Strategies for Success
That’s 33 days of sales wisdom multiplied by your own reflections and evaluations.
Get it now!
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Lightning Round: Top 10 Ways to Keep Your Prospect List Up-to-Date
Question: Mark Bregman asks, “You both have said value statements need to be updated, and refreshed because what may have worked last year may not be right for now. And I’m wondering if things have changed, value-wise, in mid-year 2024 from just the beginning of the year?”
Book: Building a Story Brand - Clarify Your Message So Customers will Listen by Donald Miller
📗 New Book by Mark Hunter! 📗
Now Available: The Making of a Mind for Sales: 33 Strategies for Success
Take the 33-Day Challenge, and Change the Trajectory of Your Sales Career!
Now $0.99 on Kindle for a limited time.
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